The First Step in Communicating Effectively: Define Terms

The First Step in Communicating Effectively: Define Terms Do you remember that Barbie incident from the 90’s where the talking Barbie says, “Math class is tough!”? Whenever the topic of inter-departmental communication comes up, her little talking voice chimes in with “communicating is tough!” It is. I’m here to help you with an ancient process: […]

Dennis Minton & Bruce Dickes on Beginning With the End in Mind

MintonDickes on Beginning With the End in Mind. (Bruce Dickes & Dennis Minton are Organizational Consultants. Enjoy the Monday Morning Minute.) “Begin with the end in mind.”   – Stephen R. Covey  BEGIN WITH THE END IN MIND Last week we discussed the immense value of a fast start in January, and how critical it can be […]

Your Very Own Customer Testimonial Template

Your Very Own Customer Testimonial Template One of the most powerful tools in your business development toolbox is Testimonials. Why are testimonials so powerful? Let’s summarize a concept from Dr. Robert Cialdini the author of Influence: The Psychology of Persuasion: People will do things that they see other people are doing. A testimonial helps because it lets […]

Good Sales People Make Terrible Sales Managers

Good Sales People Make Terrible Sales Managers Did you ever hear the one about the #1 sales person that went on to become the #1 sales manager and then CEO of the company? Me too. And the reason we’ve heard about it is because, like a duplicate snowflake or four-leaf clover, it’s rare. In this […]

1978 Was the Best Year Ever

It’s that time – Plan to Make it Your Best Year Ever I revisit this every January because years ago I made a resolution to have my best year ever after reading my friend Art Sobczak – the TeleSales guru‘s newsletter – yes, a real-life-paper mailed-each-month newsletter. (a contrarian technique that works like a charm today. . […]

Dennis Minton on Preparing Logically and Adapting Needfully

Dennis Minton on Building Goodwill. (Dennis Minton is an Organizational Consultant. Enjoy the Monday Morning Minute.) “Selling is a business of dips, dives, diversions, changes, adaptations, and rolling with the punches. If we know that, why not make these detours work for us instead of destroying our energy?”  Burt Meisel, CLU PREPARE LOGICALLY – ADAPT […]